Senior Sales Executive

Koantek; Atlanta (GA); In loco; USD 170.000 - 200.000; Tempo pieno

Descrizione del lavoro

Koantek, a Databricks-exclusive systems integrator, seeks an Industry Go-to-market Lead for CMEG to own Koantek's revenue in the vertical. You will manage existing accounts, open new logos, and partner with the Databricks field team to land and expand data and AI programs.

This senior, quota-carrying, full-cycle role requires executive relationship skills with CDOs/CTOs and a track record of closing six- to seven-figure deals while shaping multi-phase services engagements.

Competenze

• 10+ years of B2B enterprise sales experience in technology services or data/cloud platforms.
• Proven track record of meeting/exceeding annual quota in full-cycle sales.
• Ability to sell consultative, multi-phase services engagements (fixed fee, T&M, managed services).
• Credibility with technical and business executives (CDOs/CTOs/VPs).
• Comfort with partner-led co-sell motions and forecasting accuracy.

Mansioni

• Own and exceed a $3M annual direct quota across a mix of existing CMEG accounts and new logos.
• Build and run an account plan for named customers with whitespace and expansion paths.
• Open new logos across streaming platforms, broadcasters, and related sectors.
• Co-sell with Databricks account teams to create joint account plans and referrals.
• Lead full-cycle pursuits from discovery to close and shape multi-phase engagements.

Conoscenze

Sales hunting

Enterprise sales

Quota carrying

Forecasting

C-level credibility

Travel 30-40%

CRM

Strumenti

Salesforce

Descrizione del lavoro

Koantek is a Databricks-exclusive systems integrator helping enterprises and high-growth

companies modernize their data platforms and put AI into production. We are backed by

Databricks Ventures and have been named a Databricks Partner of the Year multiple times,

working across financial services, healthcare, retail, manufacturing, and digital-native

businesses.

Communications, media, entertainment, and gaming companies run on some of the largest and fastest-moving data in any industry: streaming telemetry, ad impressions, subscriber behavior and this role leads it.

The role

As the Industry Go-to-market Lead for CMEG, you own Koantek's revenue in the vertical. You'll

grow a set of existing customers, open new logos, and partner with the Databricks field team to

land and expand data and AI programs, from lakehouse migrations and platform modernization

to audience analytics, ad tech, personalization, and generative AI in production.

This is a senior, quota-carrying, full-cycle role. You'll be the executive relationship owner for

your accounts, fluent in how the business makes money, and able to shape multi-phase

services engagements with our architects and delivery leaders. Success is measured in

bookings, account growth, and sourced pipeline, not activity volume.

What you'll do

• Own and exceed a $3M annual direct business quota across a mix of existing CMEG accounts and net-new logos
• Build and run an account plan for every named customer: whitespace, stakeholder map, Databricks consumption goals, and a multi-quarter expansion path
• Open new logos across streaming platforms, broadcasters and studios, publishers, telecom and cable operators, ad tech, and gaming
• Co-sell with Databricks account teams: build joint account plans, earn referrals, and make Koantek the obvious SI in the vertical
• Lead full-cycle pursuits: discovery, solution shaping with Koantek architects, scoping, SOWs, pricing, negotiation, and close
• Turn industry use cases (subscriber analytics, churn and lifetime value, ad yield and measurement, content recommendation, player analytics, network operations) into Databricks-led programs with clear business outcomes
• Stay close to delivery: keep executive relationships strong through each engagement and convert successful projects into follow-on work and managed services
• Shape Koantek's CMEG point of view with Marketing and Alliances, including solution offers, accelerators, case studies, and presence at Data + AI Summit and industry events
• Partner with your BDR on target account lists and outbound plays for the vertical
• Keep pipeline, forecast, and opportunity data accurate in Salesforce and work with RevOps on territory, coverage, and weekly forecast cadence

What we're looking for

Required

• Strong Sales Hunting Skills with 10+ years of B2B enterprise sales, with 5+ years selling technology services, consulting, or data and cloud platforms
• Experience with Databricks (selling with, for, or at Databricks or a competing modern data platform) and/or deep experience selling into CMEG companies. Ideally both; strong depth in one is required
• A consistent record of meeting or exceeding annual quota in a full-cycle, quota-carrying role, closing six- and seven-figure deals
• Proven ability to sell consultative, multi-phase services engagements (fixed fee, T&M, managed services) and grow accounts over time
• Credibility with technical and business executives: CDOs, CTOs, VPs of Data and Engineering, and leaders in product, ad sales, and content
• Comfort with a partner-led co-sell motion and the ability to influence partner sellers without formal authority
• Salesforce discipline and an accurate, defensible forecast
• Willingness to travel roughly 30–40% for customer meetings, partner events, and industry conferences

Nice to have

• Existing relationships with CMEG buyers and/or the Databricks CMEG field team
• Experience at a systems integrator, consultancy, or Databricks or hyperscaler partner
• Working knowledge of industry data: ad tech and measurement, streaming quality of experience, subscriber and CRM data, game telemetry, or OSS/BSS
• Familiarity with hyperscaler marketplace co-sell motions (AWS, Azure, GCP)
• Experience helping build a new vertical practice or go-to-market from an early stage

Compensation

Base salary: $170,000 – $200,000 USD, depending on experience and location.

Commission: Uncapped, with accelerators above quota. Commission is credited at booking and paid as revenue is recognized. On-target variable: $350,000 - $400,000

Requirements

Required

• Strong Sales Hunting Skills with 10+ years of B2B enterprise sales, with 5+ years selling technology services, consulting, or data and cloud platforms
• Experience with Databricks (selling with, for, or at Databricks or a competing modern data platform) and/or deep experience selling into CMEG companies. Ideally both; strong depth in one is required
• A consistent record of meeting or exceeding annual quota in a full-cycle, quota-carrying role, closing six- and seven-figure deals
• Proven ability to sell consultative, multi-phase services engagements (fixed fee, T&M, managed services) and grow accounts over time
• Credibility with technical and business executives: CDOs, CTOs, VPs of Data and Engineering, and leaders in product, ad sales, and content
• Comfort with a partner-led co-sell motion and the ability to influence partner sellers without formal authority
• Salesforce discipline and an accurate, defensible forecast
• Willingness to travel roughly 30–40% for customer meetings, partner events, and industry conferences

Nice to have

• Existing relationships with CMEG buyers and/or the Databricks CMEG field team
• Experience at a systems integrator, consultancy, or Databricks or hyperscaler partner
• Working knowledge of industry data: ad tech and measurement, streaming quality of experience, subscriber and CRM data, game telemetry, or OSS/BSS
• Familiarity with hyperscaler marketplace co-sell motions (AWS, Azure, GCP)
• Experience helping build a new vertical practice or go-to-market from an early stage

Compensation

Base salary: $170,000 – $200,000 USD, depending on experience and location.

Commission: Uncapped, with accelerators above quota. Commission is credited at booking and paid as revenue is recognized. On-target variable: $350,000 - $400,000